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Episoder
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Jamie Shilanski tackles the all-too-common insecurities that hold financial advisors back from reaching their full potential. With candor and wisdom, she dives into the realm of "head trash" – those nagging doubts, feelings of unworthiness, and self-sabotaging thoughts that can cripple even the most talented professionals.
Jamie shares battle-tested strategies for identifying and compartmentalizing these insecurities, empowering financial advisors to take control of their inner dialogue and conquer their fears on a daily basis. From the power of surrounding oneself with positive, inspiring individuals in mastermind groups to the transformative impact of establishing a morning success routine, this episode is a must-listen for any financial advisor seeking to break free from limiting beliefs and achieve unprecedented success.
Encore Episode: Dealing with Head Trash
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Matthew Jarvis is joined by Steven Jarvis, CPA, from Retirement Tax Servies to lift the veil on the challenges financial advisors face when seeking referrals from CPAs – a pivotal Center of Influence (COI). This episode is a candid exploration of the risks and hurdles CPAs grapple with before referring clients to financial advisors, including the potential downsides and the pressing need to understand the true value advisors bring to the table.
They also dive into the art of building relationships with CPAs, offering game-changing strategies like paying for their time to thoroughly grasp your services and ideal client profiles. They share the secrets to a consistent, intentional process for nurturing these relationships and securing a steady stream of referrals.
This episode is a treasure trove of practical tips, from creating a 12-month calendar of activities to offering to pay for an hour of a CPA's time (goodbye, forgettable lunch meetings!). But the real gem lies in their emphasis on the long-term value of these COI relationships for your existing clients and the importance of clear communication between financial advisors and CPAs.
Decoding the CPA Mindset: Tips for Financial Advisors to Earn More Referrals with Guest Steven Jarvis, CPA [Episode 259]
Resources in today's episode:- Matt Jarvis: Website | LinkedIn
- Steven Jarvis: LinkedIn | Website
- Delivering Massive Value by Matthew Jarvis
- What’s In It For Them by Joe Polish
- Retirement Tax Services Podcast
- TPR LIVE and RTS Tax Summit - Save Your Seat!
- The Prospect Process Masterclass -
Mangler du episoder?
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In this recap episode, Amber shares strategies from Matt and Micah to help financial advisors laser-focus their efforts on landing more prospects. Discover why intentionality and proven systems are game-changers in the art of prospecting. She breaks down the different prospecting channels every advisor needs to master, from leveraging referrals and centers of influence to networking, seminars, and content creation. Learn which tactics top advisors use to keep their prospect pipeline overflowing.
Amber also highlights the prospect onboarding process from Jamie’s Worlds to Conquer episode. Find out what critical information you need to request from prospects upfront and how to deliver massive value from your very first meeting.
Resources in today's episode:
- Episode website
- What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258]
- Encore Episode: New Client Onboarding - What Information New Prospects and Clients Provide -
Are You Struggling to Convert Promising Prospects into Loyal Clients? In this Encore Worlds to Conquer episode, Jamie Shilanski reveals the secret to converting prospects into loyal clients for financial advisors. She masterfully breaks down the art of onboarding, emphasizing the importance of gathering comprehensive financial documents from prospects to deliver accurate and valuable advice tailored to their unique situations.
Discover Jamie's "no sell sell" approach, where advisors focus on providing exceptional value during the initial consultation, leaving prospects eager to continue their partnership. Learn the crucial steps to transform prospects into clients, including the key questions to ask and the vital information to obtain.
Jamie's expertise will equip financial advisors with a streamlined onboarding process that not only impresses prospects but also lays the foundation for a long-lasting and fruitful client relationship. Don't miss this opportunity to elevate your practice and attract your ideal prospects with a seamless and value-driven onboarding experience.
Encore Episode: New Client Onboarding - What Information New Prospects and Clients Provide
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Craving a six-pack of clients? In this power-packed episode, experts Matt and Micah reveal the jaw-dropping parallels between sculpting a shredded midsection and mastering the art of prospecting for financial advisors. They’re shattering myths and demolishing excuses, proving that intentional, gut-busting work is the only path to prospecting prowess. Discover how hyper-focused tracking, strategic time investment, and an unshakable commitment can transform your prospecting game from flab to fab.
Whether you're a newbie or a seasoned pro, this episode is a genuine game-changer packed with real-world wisdom from the trenches of prospecting. Stop wishing for an endless pipeline of dream clients, and start taking action today!
What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258]
Resources in today's episode:- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- One-Page Plan Masterclass
- Delivering Massive Value by Matthew Jarvis
- What’s In It For Them by Joe Polish
- Entrepreneurs on Fire with John Lee Dumas -
In this recap episode, Amber shares insights to help financial advisors in their hiring strategy and streamline their client onboarding process to set the stage for a rewarding advisory relationship.
On Monday's episode, Matt and Claire Myers Vitale dove into compensation and team-building strategies tailored for financial advisors. They emphasized the importance of understanding the true value you provide to clients and aligning your team's goals and incentives with that value proposition. Their discussion also focused on optimal timing for hiring, crafting an attractive compensation package, and differentiating your firm with unique benefits that resonate with top talent during the recruiting process.
Thursday's encore "Worlds to Conquer" episode featured Jamie walking listeners through the critical client onboarding phase. She stressed the importance of setting clear expectations from the outset and consistently delivering value that exceeds those expectations. She also provided insights on setting standards for client interactions that foster trust and reinforce your firm's commitment to exceptional service.
Whether you're a seasoned financial advisor or just starting out, this information-packed episode offers actionable strategies to elevate your client onboarding experience, build a high-performing team, and cement your firm's reputation for delivering unparalleled value.
Resources in today's episode:
- Episode Website
- Recruitment and Creating a Strong Value Proposition with Guest Claire Myers Vitale
- Encore Episode: Client Onboarding - Creating A Solid Foundation -
In this Encore episode of Worlds to Conquer, Jamie Shilanski unveils the game-changing strategies that will revolutionize how you set expectations and deliver massive value during the critical client onboarding phase. She shared her firm's dynamic approach to crafting unforgettable first impressions that lay the foundation for long-lasting, trust-based relationships.
Jamie's blueprint covers all bases, from estate planning and cash flow management to insurance – a comprehensive roadmap for building an unshakable financial house that withstands any storm. With candid insights and actionable tips, this episode is a masterclass in setting boundaries, managing expectations, and delivering value that resonates deeply with clients. Jamie's wisdom will improve your onboarding process whether you're a seasoned pro or just starting. Listen in to gain a competitive edge and craft onboarding experiences that leave a lasting impression!
Encore Episode: Client Onboarding - Creating A Solid Foundation
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In this episode, Matthew Jarvis and Claire Myers Vitale, the hiring guru from Claire Myers Consultation, unveil the secrets to assembling a high-performing team. They dive into the art of hiring and share invaluable strategies to attract top talent and create a powerhouse advisory firm.
Hiring the right people is a game-changer, but it's easier said than done. Claire and Matthew break down the hiring process, emphasizing the importance of aligning compensation structures with your practice's unique needs. They also explore the immense value an executive assistant can bring to your team.
In today's competitive job market, having a strong value proposition is crucial for attracting top financial advisors. Claire and Matthew discuss how to craft an irresistible offer, from competitive compensation and benefits to unique perks like flexible schedules, work-from-home options, and even sabbaticals or community service days. Credentials are important, but culture fit is king. Claire shares tips on evaluating candidates for their ability to mesh with your firm's values and work style.
Whether you're building a team from scratch or expanding your existing roster, this episode is packed with actionable insights to help you assemble a dream team who will drive your practice to new heights.
- Recruitment and Creating a Strong Value Proposition with Guest Claire Myers Vitale [Episode 257]
Resources in today's episode:- Matt Jarvis: Website | LinkedIn
- Claire Myers Vitale: LinkedIn | Website
- Wealth Management Recruiting Info
- 2023 Compensation Study
- Junior Advisor Masterclass
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In this Follow-up Friday episode, Amber recaps the week's insights into client experience, communication, and process optimization for financial advisors. The episode dives into client communication strategies. Micah's script for explaining the path to success underscores the significance of credibility and leveraging client references to build trust. He and Matt tackled the challenge of handling unfamiliar client questions, emphasizing the importance of validating inquiries and confidently delivering helpful responses.
Another key takeaway is the value of experiencing processes from the client's perspective. Jamie advocated for advisors to immerse themselves in these experiences to enhance the overall user journey. She also stressed the importance of training teams to uphold service excellence and emphasize continuous learning from industry peers.
By embracing these principles—from effective communication scripts to firsthand client experiences—advisors can transform their practice, fostering stronger client relationships and elevating service standards.
Resources in today's episode:
- Episode Website
- Bad Ways to Answer Clients [Episode 256]
- The Power of Rolling Up Your Sleeves: Why Doing the Work Yourself Matters -
In this Worlds to Conquer episode, Jamie discusses the pivotal role of client experience in financial advising. She underscores the necessity of building from the ground up and encourages advisors to immerse themselves in the client's journey to truly understand their needs and perspectives.
Exploring parallels with other industries like construction, she discusses how understanding a client's journey, whether opening accounts or building a house, can elevate advisors' ability to provide tailored guidance. Jamie's advice is clear: walk in the client's shoes. By undergoing processes as clients themselves, advisors can gain invaluable insights, fostering empathy and refining problem-solving skills crucial for exceptional service. Continuous improvement, she emphasizes, is key to delivering an unparalleled client experience.
The Power of Rolling Up Your Sleeves: Why Doing the Work Yourself Matters
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In this episode of The Perfect RIA, Micah and Matt dive deep into the art of effective client communication for financial advisors. They stress the critical role of intentional communication in delivering tangible value to clients and helping them reach their financial aspirations. Handling tough questions is a key topic, where they underscore the necessity of maintaining client trust through prompt follow-ups and confidence, even when the answer isn't immediately clear.
Micah and Matt emphasize the power of advisors knowing their niche and tapping into resources for accurate, reliable information. They reveal how implementing streamlined systems can ensure consistent, impactful client interactions. Moreover, this episode explores practical strategies for handling client questions and concerns. Micah and Matt stress the importance of preparation and thorough research to deliver impactful answers. They share insightful stories, like navigating complex tax scenarios, and emphasize the crucial role of understanding cash flow in retirement planning.
This episode is a must-listen if you're a financial advisor looking to transform your client interactions. Share it with your colleagues to elevate everyone's practice to new heights. Tune in for actionable insights that can redefine the way you communicate and serve your clients.
Bad Ways to Answer Clients [Episode 256]
Resources in today's episode:
- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- Estate Planning Masterclass -
Join Amber in this episode of The Perfect RIA as she recaps the week's essential insights for financial advisors. Discover the significance of prioritizing client goals over investments and delegating investment decisions. Streamline your investment review process and communicate effectively with clients. Learn how intentional and focused marketing efforts can elevate your business planning and the secrets to success by planning your business and marketing calendars in advance. Tune in now for actionable strategies to transform your practice!
Resources in today's episode:
- Episode Website
- How Investments Work With Your Clients [Episode 255]
- When Marketing Works -
Join Jamie in this episode of The Perfect RIA, where she dives deep into the dynamic world of marketing for financial advisors. Discover why keeping the momentum in marketing and content creation is crucial for business planning success. Learn how setting clear objectives and active listening can amplify your marketing efforts. Gain insights into using client vocabulary to connect effectively and capture their questions for content creation. Tune in for expert tips on maintaining consistency in marketing and building a robust content reserve. Elevate your practice with strategic marketing strategies today!
When Marketing Works -
Dive into the latest episode of The Perfect RIA podcast, where hosts Matthew Jarvis and Micah Shilanski uncover the crucial role of comprehensive planning for financial advisors. Step away from the typical investment-centered mindset and learn why prioritizing cash flow, risk management, taxes, and income should take the lead. Discover how effective communication can shift the focus from investments to holistic financial wellness.
In this engaging discussion, Jarvis and Shilanski shed light on the pitfalls of fixating solely on investment details and the power of messaging in shaping client perceptions. Explore strategies to align investments with clients' unique goals and values, steering clear of the 'playing office' syndrome. It's time to take action and implement client-centered strategies that truly make a difference. Tune in now to elevate your practice and serve your clients better!
How Investments Work With Your Clients [Episode 255]
Resources in today's episode:
- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- One-Page Plan Masterclass -
In this Follow-Up Friday episode, Amber is recapping this week’s highlights and action items, focusing on optimizing client meetings, communication, and value-driven planning. Matt and Michael stressed the significance of a structured client onboarding process, detailing its pivotal role in ensuring success for both advisors and clients while also outlining key steps and meeting protocols. Jamie explored tax planning strategies and advocated for collaborative efforts with CPAs to offer holistic financial advice. She emphasizes the importance of obtaining client authorization letters and shares practical tips for maximizing the value derived from 1099s. Throughout the discussion, effective communication emerges as a cornerstone, underscoring its role in delivering tailored solutions and nurturing enduring client relationships.
Resources in today's episode:
- Episode Website
- Masterclass Sneak Peek Part 2: Prospect Process and Client Onboarding [Episode 254]
- Creating Value Adds from the Tax Return -
In this episode, Jamie shares invaluable insights for navigating the complexities of tax season while delivering unparalleled value to clients. Advocating for the strategic utilization of surge periods, she emphasizes the importance of dedicated time blocks for meeting clients and ensuring their needs are met comprehensively, alongside prioritizing client information security through secure portals and encryption protocols. Listeners will discover the power of collaboration with CPAs, fostering holistic financial advice and optimizing tax strategies through a clear differentiation between tax advice and planning. Jamie offers practical tips for implementing value-added services, including a comprehensive 1099 checklist, setting clear client deadlines, and utilizing structured homework sheets, all while emphasizing the importance of spot-checking information accuracy and crafting compelling net worth reports to resonate deeply with clients.
Creating Value Adds from the Tax Return
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In this Masterclass sneak peek episode, Matt and Micah unveil their masterful approach to client onboarding, offering a glimpse into their proven strategies. They underscore the significance of structured processes and transparent communication in fostering client trust and satisfaction. Micah delineates his method, which involves distinct meetings tailored to estate planning, risk management, retirement income, investments, and taxes, ensuring comprehensive coverage of client needs. Meanwhile, Matt prioritizes swiftly integrating clients into the standard client rotation while tackling essential financial planning aspects. Throughout their discussion, the duo highlights the paramount importance of effective communication and delivering tangible value to clients at every step of the onboarding journey. Remember to email [email protected] so you don’t miss this, or any, masterclass release
Masterclass Sneak Peek Part 2: Prospect Process and Client Onboarding [Episode 254]
Resources in today's episode:
- Matt Jarvis: Website | LinkedIn
- Micah Shilanski: Website | LinkedIn
- Don’t miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed. -
In this recap episode, Amber shares the discussion between Matt and Kelly Clements on the correlation between a healthy marriage and a thriving business, the concept of the ambition gap, and how entrepreneurs can integrate their spouse into their business. She’s also recapping Jamie’s episode on the importance of radical candor and accountability in client relationships.
Resources in today's episode:
- Episode Website
- Nurturing Relationships as an Entrepreneur with Guest Kelly Clements [Episode 253]
- How Are You Accountable When You Make a Client Mistake?
- Join us for TPR LIVE on September 25th! -
In this episode, Jamie discusses the importance of surge in her financial advisory practice and how it helps them deliver deep-focus work. The conversation then shifts to the benefits of having a hybrid office, the value of hiring military wives and dependents, and the positive impact they have on their team. Jamie then shares the importance of accountability and radical candor in their office culture, especially when mistakes are made. She emphasizes the need for transparency and accountability for mistakes to maintain client trust and satisfaction.
How Are You Accountable When You Make a Client Mistake?
Resources in today's episode:
- Surge Masterclass
- Radical Candor by Kim Scott -
In this episode, Matthew is joined by author and coach, Kelly Clements about the challenges faced by entrepreneurs in maintaining a healthy work-life balance and nurturing their relationships. Kelly shares her personal experiences as an entrepreneur and partner, highlighting the importance of play and shared activities in strengthening relationships. She emphasizes the need for entrepreneurs to view their family as their greatest asset and to avoid treating their spouse as an employee. Kelly also discusses the concept of the unhealthy alpha and provides insights on how to identify and shift away from unhealthy alpha traits, as well as the term breadcrumbs to the muse and how they can enhance relationships.
Nurturing Relationships as an Entrepreneur with Guest Kelly Clements [Episode 253]
Resources in today's episode:
- Matt Jarvis: Website | LinkedIn
- Kelly Clements: Website | LinkedIn
- Grow Your Business Without Growing Apart: Book | Course
- Steven Kotler Flow - Se mer
